Skill + Do
If selling is about listening, where does that put questions? Questions are the backbone of good selling, and a few solid best practices are not hard to master.
There’s no extraordinary skill needed to be a strong question-asker; layer your knowledge on being prepared with a strong dose of assertiveness.
If you’re prepared with three or four, open-ended and strategic questions ahead of your meeting, you’ll be surprised at how assertive you will become in your meetings.
Pre-meeting preparation of questions forces you to think strategically about the holistic state of your progress on the account and with that specific buyer. What are the info gaps about the account you need filled? What type of personal commitment do you need from that buyer? ("Hey, can you introduce me to Bob?") And what about obstacles or objections: "In your eyes, what might derail this deal?"
If you write your questions in your notebook before the meeting, the chances of you asking them goes up exponentially!
After you ask, shut up and let the buyer talk!
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Tomorrow - May 20
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On this day, jeans were born
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Today - May 19
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"Remind me how I WEED an objection?"
Read MoreObjection handling requires a measured approach to get the buyer to trust you. Not rushing to solve the objection means you’ll get more insights and truths that you’ll need to solve problems.
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May 17 - 18
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Read More
Play with mercury, like Frank Zappa
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May 16
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On this day, the first woman on Everest
Read MoreYou don’t have to climb Everest to validate yourself. But you know how good you feel when you push yourself…so plan something extraordinary that will make you proud.
“You can tell whether a man is clever by his answers. You can tell whether a man is wise by his questions.” – Naguib Mahfouz
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